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Business Management and Practices

Anonymous

labelBusiness

timer
Asked: Feb 21st, 2015

Question description

Part A: Fully
describe three (3) measures for assessing the effectiveness of a sales force as
a whole. Explain why they are important, what they determine, and how sales
managers apply these criteria to sales force performance evaluations.

Part B: You are a sales manager in the electronics industry. Your firm
had a salesperson in the far western U.S. who everyone thought was a high
performer. Every year he sent in his forecast, which was slightly higher than
the year before, and every year he achieved that sales goal and received a nice
evaluation and raise. Finally the salesperson retired and a replacement was
reassigned. In the first year, he increased sales by 50 percent and in the
second year he doubled the previous salesperson’s output. Based on this
anecdote:

1.List
and describe five (5) pipeline analysis evaluation criteria that would have
allowed you, the sales manager, to more accurately assess the salesperson’s
performance.

2.What
would these evaluation criteria tell you about the previous and current sales
reps?